AWS partners Braze, Qualtrics, and Tealium share strategies for marketplace success, vertical industry expansion, and generative AI integration that have driven significant business growth.

Topics Include:

• Jason Warren introduces AWS Business Application Partnerships panel.
• Three key topics: Marketplace Strategy, Vertical Expansion, Gen-AI Integration.
• Alex Rees of Braze, Matthew Gray of Tealium, and Jason Mann of Qualtrics join discussion.
• Braze experienced triple-digit percentage growth through AWS Marketplace.
• Braze dedicating resources specifically to Marketplace procurement.
• Tealium accelerated deal velocity by listing on Marketplace.
• Tealium saw broader use case expansion with AWS co-selling.
• Qualtrics views Marketplace listing as earning a "diploma."
• Understanding AWS incentives and metrics is crucial.
• Knowing AWS "love language" helps partnership success.
• Braze saw transaction volume increase between Q1 and Q4.
• Aligning with industry verticals unlocked faster growth.
• Tealium sees bigger deals and faster close times.
• Tealium moved from transactional to strategic marketplace approach.
• Private offers work well for complex enterprise agreements.
• Qualtrics measures AWS partnership through "influence, intel, introductions."
• AWS relationships help navigate IT and procurement challenges.
• Propensity-to-buy data guides AWS engagement strategy.
• Marketplace strategy evolving with new capabilities and international expansion.
• Brazilian marketplace distribution reduces currency and tax challenges.
• Partnership evolution: sell first, then market, then co-innovate.
• Braze penetrated airline market through AWS Travel & Hospitality.
• RFP introductions show tangible partnership benefits.
• Tealium partnering with Virgin Australia and United Airlines.
• MUFG bank case study shows joint AWS-Tealium success.
• Qualtrics won awards despite not completing formal competencies.
• Focus on fewer verticals yields better results.
• Gen AI brings both opportunities and regulatory concerns.
• First-party data rights critical for AI implementation.
• AWS Bedrock integration provides security and prescriptive solutions.

Participants:

• Alex Rees – Director Tech Partnerships, Braze
• Jason Mann – Global AWS Alliance Lead, Qualtrics
• Matthew Gray - SVP, Partnerships & Alliances, Tealium
• Jason Warren - Head of Business Applications ISV Partnerships (Americas), AWS

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